Well, companies need more of the correct type of meetings.
Of course, companies hold too many meetings. But the type of meeting I’m talking about is the pre-meeting before your company is about to pitch a prospective client or to present important findings a d analysis from your work.
A pre-meeting is a planning session, almost like a script for a film. It outlines who does and says what and how you will achieve your goals and objectives. The benefit of these meetings is to make sure your company presents an aligned approach to working with someone new.
I’m shocked at how many companies don’t have internal planning meetings before an extensive customer visit.
Ridiculous – but true. Many firms wing it.
Tips for Pre-Planning Meetings
- TIMING: If you have an hour, the pre-planning meeting assures that you are realistic about how much time you can give to each section of your schedule. You assign someone to be the timekeeper to keep you on track. Focusing on timing can help ensure that you’ll achieve your goals for the conversation. Save room for next steps.
- PRESENTATION: If you have a narrative or story you want to tell, will you ask the audience to listen first – and then ask questions? Make sure your team agrees to your approach. I prefer to present without interruption – and then answer questions. My approach allows me to tell a story and present a narrative for the customer.
- CALL TO ACTION: What do you want your prospect to do? Who should they follow up with? Are you presenting a lot of information, and what do you need from them? Make sure you know how the meeting ends and the next steps.
- PLANNING SIGNALS COMPETENCY: A great company that appears prepared and isn’t fumbling over who is doing what looks competent. The subtle message that a poorly run meeting signals are that you don’t have your act together. A well-run meeting that has been thought through tells an implied story of discipline, competence and rigor.
- PLAN FOR INTERRUPTIONS AND THE UNEXPECTED: Good pre-planning meetings anticipate what might go wrong or not follow your script because of your client. What will you do if they only have 30 minutes – not 60? What if the top executive on the call doesn’t want you to present slides. What if they throw you other curveballs? How can you prepare for the unexpected?
Plan and Plan Again – So Says the Sages
When you are presenting to an important customer or client, the best advice is to anticipate what might go right – and what might go wrong. Technology like Zoom can crash, and a million things can go south. But what do I know? Listen to some sage advice from others.
“By failing to prepare, you are preparing to fail.” Benjamin Franklin
“Plans are nothing. Planning is Everything.” Dwight D Eisenhower
“Give me six hours to chop down a tree, and I will spend the first four sharpening the ax.” Abraham Lincoln
“The time to repair the roof is when the sun is shining.” John F. Kennedy
“It takes as much energy to wish as it does to plan.” Eleanor Roosevelt
“If you don’t know where you are going, you’ll end up someplace else.” Yogi Berra
Need help on how to hold a pre-planning session?
I can help.
You can set up a time to chat with me about your marketing challenges using my calendar. Email me jeffslater@themarketingsage.com Call me. 919 720 0995. The conversation is free, and we can explore if working together makes sense. Watch a short video about working with me.
